The Sales Hacker Podcast
The Sales Hacker Podcast

Episode 0 · 3 months ago

Friday Fundamentals 169: Shruti Kapoor

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Friday Fundamentals 169: Shruti Kapoor

Hey everybody at Sam Jacobs. Happy Friday, welcome to Friday fundamentals. You know Friday fundamentals. It's that short five to ten minute format where we bring you actual insights to help make a difference in what you do. Today we've got this week's guest, Shrudy Kapoor, back on the show. She's the seat eong cofounder of a great company called Wingman, and we're going to be talking about how technology has shifted the sales landscape and what you can do as a salesperson in order to address that shifting. Now, of course, before we get there, we want to thank our sponsors. We have two sponsors. The first is pavilion. Pavilion is the key to getting more out of your career. A private membership connects you with the network of thousands of like minded peers and resources where you can tapp into leadership opportunities, professional development, mentorship and other services made for high growth leaders like you. Make sure you take advantage of the pavilion for teams corporate membership and enroll your entire go to market team in one of our industry leading schools and courses, including marketing school, Sales School, sales development school and Revenue Operations. School unlock your professional potential with a pavilion membership. Gets started today at Joint PAVILIONCOM. We're also...

...brought to you by outreach. Outreach triples the productivity of sales teams and encourages them to drive better results, more differentiated results, by prioritizing the right activities and scaling customer engagement with intelligent automation. Outreach makes customer facing teams more effective and approves visibility into it really drives results. Now, Trudy, welcome back to the show. Hi, sound to be here. We're excited to have you. So our question for you today is this. How is technology shifted the sales landscape and what can sellers do, or what do they need to do in order to meet the needs, the changing needs, of the current technology landscape? Yeah, I think that's you know, that's probably something that's always on people's mind, especially in today's context. So I think before it has changed the landscape for the sellers, I think it has changed a landscape for the buyers. You know, today a buyer knows so much more about you, the product, your competition, your pricing before they come into the conversation now that makes the seller's job tougher and easier, both at the same...

...time. It makes it tougher because questions that your buyers are going to come up with are going to be much more specific, much more nuanced. You know, you better know your product, your solution, your industry or competitor, everything inside out, because they are not looking to speak to a salesperson, they're looking to speak to an expert who can help them with their problem. And it has maybe made it easier because you know, you can scale things. You can, you know, now set up galences send the message to, you know, thousands of people. But I think fundamentally, what it has done is it's brought a lot more, you know, data into the system and what that means is that, you know, your best sellers are no longer just people who can be great relationship builders, and of course you know that that's still important and I think to take away from that, but they are going to be people who can also leverage that data much better. Right, if you go back and think about who other people who are doing really well on the teams, a lot of times there people who are,...

...either, you know, consciously or subconsciously, going back thinking about. You know what they did, what we're right, what went wrong, it rating on it, going back and looking at data points, maybe doing research to build that rapport not just, you know, walking into a room and you know today, in fact, we can't walk into a room. So I think technology is that much more important in building context quickly through research. Right, so a variety of different things, but I think the fundamental part of it is that that, you know, earlier you probably had a crm contact where there would be like, you know, maybe five or ten different fields that would get filled and they would get filled primarily by the salesperson. Today you have a crm contact where there or like three hundred different data points coming in from twenty different tools that are automatically enriching that contact and, you know, pulling in data from a conversation intelligence to like wing man, pulling in data from, you know, something likelier bit, etc. But now the challenge for the seller is, how do I make sense of it?...

What data point do I look at when all right, which means that, you know, people are very likely to ignore everything. So I think now technologies role is not just in saying can I bring more and more dataime for the seller. But can I help the seller actually make sense of this data? Can I just show them in context, like the three or four data points that they need to see right now? Right? Maybe what they need to see right now is if they're just going in for the first call with the customer, they probably need, you know, information from you know clear bit or something which predicts personality of the person or their communication style. Maybe by the time they're doing like the contract negotiation, that are, you know, very specific things on communication that they need to pick up about the customer. Maybe by the time they're doing, you know, the discovery call, they are looking at very different type of information that they need to be putting down. So I think that's kind of where technology is going to come in. It's really going to give that super power to the sales person, like be the jobs and yeah, I think that's that's kind of where sales people...

...should be ready to not just adopt technology but really embrace it as out of their own success. Makes a lot of sense and you're right, there's so much data coming in that you really have to be you have to be more predictive about what what, what data is actually important. I love the point that you made that you have to be an expert, not just a seller. Shrudy, if folks want to reach out to you, what's the best way to get in touch? I'm pretty acting on Linkedin. Just search for Shouoti Kapoor and wing them. Wonderful folks. If you want to reach out to me, you can Sam at joined pavilioncom. Thanks again to our sponsors, pavilion helping you get the most out of your career. Consider the pavilion for teams corporate membership and enroll your entire good market team and one of our industry leading schools and outreach, tripling the productivity of sales teams and empowering them to dry predictable and measurable revenue growth. Shuty, thanks so much for being our guest on the show this week. Thanks. I'm lovely speaking with you. Lovely speaking with you too. Have a great weekend. W.

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